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LO1 Demonstrate an understanding of the principles of sales management

The current Assignment Brief covers the following Learning Outcomes Grading Criteria Learning Outcomes Pass Merit Distinction

Task No.

Evidence

LO1 Demonstrate an understanding of the principles of sales management

P1 Examine the key principles of sales management in relation to the importance of sales planning, methods of selling and sale reporting.

M1 Evaluate how principles of sales management will be different in response to consumer and business buying behaviour. LO1, LO2 & LO3 D1 Produce a coherent, fully justified critical evaluation based upon a comprehensive understanding of sales management, structure and selling techniques within an organisational context.

Task 1 Sales script and role play

LO2 Evaluate the relative merits of how sales structures are organised, and recognise the importance of ’selling through others’

P2 Evaluate the benefits of sales structures and how they are organised using specific organisational examples.

P3 Explain the importance and the advantages of the concept of ‘selling through’ others. M2 Critically evaluate the implementation of different types of sales structures using specific organisational examples (e.g. geographic, marketing, product sales).

Task 2 Individual Report 2500 words

LO3 Analyse and apply principles of successful selling

P4 Analyse the key principles and techniques for successful selling and how they contribute to building and managing customer relationships in application to specific organisational examples.

M3 Critically analyse the application of successful selling principles and techniques in application to specific organisational examples.

Task 2 Individual Report 2500 words

LO4 Demonstrate an understanding of the finance of selling

P5 Explain the importance of developing sales strategies that yield highest profitability and incorporating account management within sales structures.

M4 Evaluate how core finance principles and successful portfolio management can lead to increased profitability and a competitive edge.

D2 Critically evaluate and make recommendations on how sales structures and approaches can improve financial viability.


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